All too frequently the relationship between sales and delivery is a constant balancing act. Sales teams are driven by ambitious targets, while delivery teams are focused on accurate scoping, sustainable recovery rates, and the practical realities of open-source implementation. The result? Friction, misaligned expectations, and, in the worst cases, even a hit to client satisfaction.

In this session, we’ll share how Zoocha’s Business Development and Delivery leadership joined forces to turn this tension into a genuine partnership. By introducing transparent handover processes, joint scoping, and shared KPIs, we built a framework where both teams can genuinely succeed together. We’ll discuss improved forecasting accuracy, how open communication channels reduced “us vs them” dynamics, and how collaboration had a direct impact on quality Drupal delivery and client happiness.

Attendees will walk away with practical strategies to replicate in their own organizations: tools for building cross-team empathy, opportunities for aligning metrics, and methods for creating a culture of transparency. Whether you lead sales, manage projects, or oversee delivery teams, this session will give you a fresh perspective on how to bridge one of the most common frictions in agency life.